Publications

September 1994 (Revised August 2006)
Case

Giddings & Lewis: In Search of the Cutting Edge (Consolidated) (A)

By: Nitin Nohria, Bharat N. Anand and Kyle F. Barnett

Describes the conditions leading to the acquisition of Cross and Trecker by Gidding & Lewis. View Details

Keywords: Mergers and Acquisitions; Negotiation; Situation or Environment; Integration; Valuation

19 Aug 2008
First Look

First Look: August 19, 2008

reflect the use of higher inventory levels by retailers to drive increased profits but with overall reduced gross profitability returns on the inventory investment. These results support the notion that the increased deployment of large-store, multiple-store formats... View Details

Keywords: Sean Silverthorne

18 Feb 2009
First Look

First Look: February 18, 2009

to 34 year old males. Hirai was determined to restore that supremacy, in the current generation or the next. He knew that, whether or not he publicly defined SCEI's strategy as a response to Wii, he had to find a way for his company to... View Details

Keywords: Martha Lagace

15 Jan 2008
First Look

First Look: January 15, 2008

organizational studies research. We empirically assess this assertion by analyzing studies of negotiation published in top peer-reviewed management, psychology, sociology, and industrial relations journals from 1990 to 2005. Our findings... View Details

Keywords: Martha Lagace

24 Sep 2013
First Look

First Look: September 24

trust and liking. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=45471 August 2013 Journal of Economics & Management Strategy Investment Incentives in Open-Source and Proprietary Two-Sided Platforms By:... View Details

Keywords: Sean Silverthorne

31 Jul 2007
First Look

First Look: July 31, 2007

coupled search processes can dramatically obscure the true impact of design on performance, confounding empirical research. We identify research strategies for tackling this difficulty; discuss population-level advantages of coupled... View Details

Keywords: Martha Lagace

2007
Case

Continuous Process Improvement at Deere & Company

By: Vijay Govindarajan and Chris Trimble

After decades of tense relationships with the United Auto Workers, Deere & Company broke through with a landmark agreement that built an expectation of continuous improvement into the compensation plan. The company then built a set of management forums and processes to... View Details

Keywords: Strategy; Machinery and Machining; Agreements and Arrangements; Management Practices and Processes; Labor Unions; Compensation and Benefits; Auto Industry; Agriculture and Agribusiness Industry

Read Now

20 Dec 2016
First Look

December 20, 2016

Explicating the 'Dynamics' in the Dynamic Capabilities Framework By: Jones, Geoffrey, and R. Daniel Wadhwani Abstract—This working paper aims to deepen the scholarly dialogue between strategy and history. It does so by examining how... View Details

Keywords: Carmen Nobel

15 Dec 2015
First Look

December 15, 2015

clinicians, and facilities. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=50194 December 2015 Harvard Business Review Control the Negotiation Before It Begins By: Malhotra, Deepak Abstract—Countless books and articles... View Details

Keywords: Carmen Nobel

February 1991
Background Note

Note on Sealed Bid Auctions

By: David E. Bell

Describes a simple approach to determining an appropriate bid for a sealed bid auction. View Details

Keywords: History; Management Style; Financial Management; Consumer Behavior; Accounting; Bids and Bidding; Decisions; Market Transactions; Decision Choices and Conditions; Competitive Strategy; Negotiation Style; Auctions

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January 2022
Supplement

Kornit Digital: The Amazon Warrants (C)

By: Benjamin C. Esty, E. Scott Mayfield and Daniel Fisher

As of 12/31/21, Amazon held $22 billion of equity and warrants in related companies. In fact, it often requests a free grant of warrants when it enters into a new commercial agreement with a supplier. Over the past 20 years, Amazon has gotten warrants almost 20... View Details

Keywords: Valuation; Value Creation; Consumer Behavior; Negotiation; Distribution; Ownership; Partners and Partnerships; Business Strategy; Equity; Distribution Industry; Food and Beverage Industry; United States

06 Nov 2000
Research & Ideas

The Determinants of Corporate Venture Capital Success

clear-cut business strategy for its research laboratory, and, in turn, many of PARC's technologies did not fit into Xerox's strategic objectives. For instance, the Alto's ability to adapt to large customers' computer systems was... View Details

Keywords: by Paul Gompers & Josh Lerner

03 Jul 2018
First Look

New Research and Ideas, July 3, 2018

to be depleted in “bad” times. Instead, issuing domestic debt while accumulating reserves acts as a hedge against external shocks. A quantitative exercise of the Brazilian economy suggests this strategy to be effective for smoothing... View Details

Keywords: Dina Gerdeman

April 2021
Case

The Incentive for Legacy: Tsinghua University Education Foundation

By: Lauren Cohen, Hao Gao and Spencer C.N. Hagist

Vivian Yuan seeks to bolster the Tsinghua University Education Foundation's fundraising efforts and investment goals in a new era of Chinese higher education. Competing with elite members of China's C9 League of top universities, she must develop a set of incentives... View Details

Keywords: Finance; Marketing; Strategy; Negotiation; Organizations; Markets; Higher Education; Philanthropy and Charitable Giving; Motivation and Incentives; China

December 1999 (Revised November 2000)
Background Note

Pricing and Market Making on the Internet

By: Robert J. Dolan and Youngme E. Moon

Considers the impact of the Internet on how market exchanges will take place. Discusses the role of shopping agents and alternatives to fixed prices such as negotiations, auctions, and exchanges. View Details

Keywords: Price; Marketing Strategy; Auctions; Digital Platforms; Negotiation; Internet and the Web

20 Dec 2018
Research & Ideas

Most Popular Stories and Research Papers of 2018

Why Ethical People Become Unethical Negotiators You may think you are an ethical person, but self-interest can cloud your judgment when you sit down at the bargaining table, says Max Bazerman. The year’s 5 most downloaded research papers... View Details

Keywords: by Sean Silverthorne

07 Aug 2006
Research & Ideas

Whatever Happened to Caveat Emptor?

countries. In his new book, Consumer Capitalism: Politics, Product Markets, and Firm Strategy in France and Germany, Trumbull looks at the implications of this rise of consumer protectionism. Sean Silverthorne: You note that until the... View Details

Keywords: by Sean Silverthorne; Retail

October 2017
Teaching Note

Canadian Pacific's Bid for Norfolk Southern

By: Benjamin C. Esty and E. Scott Mayfield

Teaching Note for HBS No. 216-057. View Details

Keywords: Capital Structure; Cash Flow; Cost of Capital; Financial Strategy; Investment Activism; Bids and Bidding; Negotiation Offer; Corporate Strategy; Rail Transportation; Mergers and Acquisitions; Transformation

April 2016
Supplement

Canadian Pacific's Bid for Norfolk Southern Spreadsheet Supplement

By: Benjamin C. Esty and Scott Mayfield

In December 2015, Canadian Pacific Railroad (CPR) has just made its third bid to acquire Norfolk Southern Corporation (NSC), one of the largest railroads in the United States. Having rejected the prior offers, NSC’s CEO James Squires and the NSC board must now value... View Details

Keywords: Capital Structure; Cash Flow; Cost of Capital; Financial Strategy; Investment Activism; Bids and Bidding; Negotiation Offer; Corporate Strategy; Rail Transportation; Mergers and Acquisitions; Transformation; United States; Canada